Sales Operations Analyst, EMEA & APJ

About the Role

Abnormal AI's Sales Operations team is the connective tissue between our go-to-market motion and the data, systems, and processes that power it. As an Analyst on the International SOPS team, you'll be the first point of contact for our revenue-facing employees across EMEA and APJ—onboarding new hires into our tech stack and operating cadences, owning key reporting initiatives, and spotting the manual, repeatable work worth automating. This is a high-visibility, high-impact role for someone energized by variety, who loves solving problems end-to-end, and who wants to build a career in revenue operations at a category-leading cybersecurity company.

Key Responsibilities

New Hire Onboarding 

• Serve as the SOPS point of contact for all incoming new hires during their first 30 days. Proactively driving formalized sessions on their onboarding journey
• Conduct AE walkthroughs of their territory, operating cadences, addressing questions on systems/tools, and going into depth on what it takes to be a successful AE at Abnormal AE
• Assign territory and accounts to new hires - validation of accounts in territory, confirming holdovers, and executing account moves in partnership with with Regional Directors
• Evolve the reporting framework to properly assess overall AE performance for r
• Partner with the enablement team and Sales Leaders to create action plans and surface findings of any AE performance gaps
• Maintain and continuously improve the SOPS onboarding checklist and documents. Ensuring resources for AEs remain up to date and are effective resources to answer common questions

Reporting 

• Own the creation, distribution, and analysis of key Field Operations initiatives such as:

• New hire ramp & tenured AE reporting: activity metrics, tool adoption, quota attainment progression. Uncovering what’s working and what the risks are.
• SPIFF tracking and payout eligibility reports (weekly / end-of-quarter)
• Keep the business running operationally by being responsible for data hygiene scorecards: missing next steps, stale close dates, incomplete fields
• Support ad-hoc reporting requests

Territory Operations

• Validate territory assignments following re-carves or headcount changes
• Support quarterly and annual planning cycles with data pulls and cleanup sprints
• Lead Monthly hygiene clean up activities in SFDC
• Execute ongoing Salesforce hygiene projects: account merges, ownership transfers, field standardization

SOPS Help Queue Automation 

• Lead the shift from manual ticket logging to automated resolution for common issues—driving smoother field execution and cleaner processes
• Identify recurring SFDC errors (Opportunities, Accounts, CPQ) and route patterns to Sales Systems/IT for automated fixes, not one-off tickets
• Partner with IT and Sales Systems to build and ship automation for repeat manual processes and systems errors
• Own triage and response for inbound AE requests, using volume patterns to prioritize what gets automated next

EMEA POV Approval Board Operations  

The POV (Proof of Value) Approval Board is our weekly EMEA forum where proposed customer proof-of-value trials are reviewed and approved before they begin — making sure each has clear success criteria, the right resourcing, and a strong likelihood of converting.

 

• Own the weekly EMEA POV Approval Board logistics: rep confirmation outreach, attendee list and email prep, and live tracker maintenance
• Handle the recurring weekly messaging to reps and attendees on a set cadence
• After each session, capture notes and outcomes and prepare first-pass status updates (progressed / at risk / slipped) for leadership review
• Maintain the POV Board dataset and surface trends — approval rate, POV volume by theater and pod — within the recurring reporting
• Continuously evolve how the Board runs — improving the way we track POVs today, the live tooling, and the rep/attendee communications — moving from the current manual cadence toward a lighter, more automated and self-serve model

• Note: the program design and the live call remain owned by the Director of International Field Operations; this role runs the operations around it

International Operations  

• Apply the correct operating model per theater — and reflect these differences in territory logic, holdover policy, and reporting
• Support the standup of new regions and subregions (territory creation, coverage design, and new-geo onboarding) as the international business expands
• Act as the international ops point of contact across EMEA and APJ time zones, so field teams are not blocked waiting on US hours
• Adapt global Sales Ops processes and onboarding for international reality, and feed international edge cases back to the global SOPS team and automation roadmap
• Own resolution of ad hoc and non-standard operational requests that fall outside existing playbooks — driven by new products, processes, and regions — and codify the recurring ones into repeatable process

What We’re Looking For

Required

• 3-5 years of experience in sales operations, revenue operations, business operations, or a related field
• Hands-on Salesforce experience
• Strong attention to detail and a process-first mindset — you catch the thing everyone else misses
• Clear, professional written communication; comfortable in a Slack-heavy async environment
• Ability to manage multiple requests simultaneously and prioritize under pressure
• Proficiency in Excel / Google Sheets for data validation and light analysis

Nice to Have

• Familiarity with SFDC, Outreach, Gong, Highspot, or comparable GTM tools
• Experience with Sigma, Gong, or other BI/reporting platforms
• Prior experience in a help-queue or ticketing environment (Zendesk, Jira, Slack-based triage)
• Exposure to territory management, quota setting, or SPIFF program administration
• Background in B2B SaaS or cybersecurity

 

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